... commercial and non-commercial purposes), subject to full attribution to the original publication and authors. The full terms of this licence maybe seen at Link to the terms of the CC BY 4.0 licence. Main path analysis (MPA) Literature review Sales Sales performance There are many relevant...

...Shekhar Misra; Kiran Pedada; Lee Ben; Raj Agnihotri; Ashish Sinha Purpose Although the interest in firm media sentiment has been increasing, the impact of news media sentiments on consumers’ perception of firms’ offerings and, subsequently, their sales remain unknown. This study aims to address...

...Matthew M. Lastner; David A. Locander; Michael Pimentel; Andrew Pueschel; Wyatt A. Schrock; George D. Deitz; Adam Rapp Purpose This study aims to examine the applicability of Hartmann et al.’s (2018) service ecosystem framework to the day-to-day management of the modern sales force...

...Christopher R. Plouffe; Nathaniel Hartmann; Bryan W. Hochstein Purpose Not that long ago, half of all sales research was demonstrably if not unequivocally “atheoretical” (Williams and Plouffe, 2007). The foundational argument of this paper is that stronger theoretical development and application...

... positively influences sales of new movies and new books; they do so because potential consumers are more likely to notice and purchase an item that more people have chosen (Babić Rosario et al., 2020 ; Cui et al., 2012). Additionally, online reviews influence potential consumers’ perceived...

...Richard Conde; Victor Prybutok; Kenneth Thompson Purpose Previous sales control research has limited the definition of outcome controls exclusively to sales outcomes in an outside sales context. In addition to sales outcome controls, inside sales managers use phone operational outcomes...

... salespeople achieve are often associated with the success of company-related (non-sales-force) activities, such as the company’s advertising campaigns and promotional activities (Seriki et al., 2016). In this shared sales cycle, when salespeople believe that non-sales-force efforts are responsible...

... – The paper addresses the need to account for spatial effects in revenue response functions of public transport companies. Sven Müller can be contacted at: sven.mueller@wiso.uni-hamburg.de © Emerald Group Publishing Limited 2015 Marketing Sales Empirical study Regression analysis Service...

... managerial decision making. Tatiana Anisimova can be contacted at: tatiana.anisimova@directionfirst.com © Emerald Group Publishing Limited 2010 Corporate branding Automotive industry Sales Job satisfaction The link between employee satisfaction and turnover has been much discussed...

...Susi Geiger; Paolo Guenzi; Susi Geiger; Paolo Guenzi Purpose This article aims to position current sales research in relation to what academics perceive as important future research areas for sales theory and practice. It makes the argument that after a 20‐year period of rapid growth and almost...

...‐oriented, customer‐centric environment. The discussion should help sales scholars embark on new research into salesperson cognition. While this stream of research has made significant contributions, the current move to solutions highlights potential shortcomings, specifically the ability...

...Susi Geiger; Paolo Guenzi; Belinda Dewsnap; David Jobber Purpose The study explores structural devices designed to enhance collaboration between sales and marketing groups. The paper aims to develop a conceptual framework of how such integrative devices link to higher levels of sales‐marketing...

...Susi Geiger; Paolo Guenzi; Kaj Storbacka; Lynette Ryals; Iain A. Davies; Suvi Nenonen Purpose Although there is substantial practitioner evidence for changes in the role and functioning of sales in the twenty‐first century, there is little academic research charting new directions for the sales...

...Susi Geiger; Paolo Guenzi; Dheeraj Sharma; Jule B. Gassenheimer Purpose The purpose of this paper is multifold. First, this study aims to proffer a psychometric scale to measure sales agent's perception of sales cannibalization due to the addition of an internet channel. Second, the study seeks...

... sales experience, and the marketing manager's relative level of formal education) on the following outcome variables: dysfunctional conflict, functional conflict, and perceived relationship effectiveness. Design/methodology/approach Drawing on the interaction approach, the paper develops...

...Ken Le Meunier‐FitzHugh; Nigel F. Piercy Purpose The study seeks to explore the antecedents and implications of collaboration between sales and marketing and further to identify whether there are benefits in terms of business performance of improving collaboration between sales and marketing...

... knowledge‐based resources embedded in the human and social capital of field sales units (FSUs). Salespeople's selling and collaborative skills, both directly and interactively, should help field sales units generate greater economic rents. This paper also aims to explore the effect of salespeople's selling...

...Belinda Dewsnap; David Jobber This paper highlights the opportunity to investigate relations between the marketing and sales departments of fast moving consumer goods (FMCG) companies. Drawing on empirical results from social psychology, the authors develop a framework for exploring the social...

... provided by the sales management. Details how CAPPLAN offers a jointly optimal differentiation of prices and allocation of calling effort across account groups subject to both a limited production capacity and working‐time capacity, and also provides a parametric optimization of prices and calling effort...

... to the assumption about sales as a cost‐driver for marketing activities. Case studies from two companies illustrate the importance of conducting the analysis based on relevant data. Suggests why and how marketing costs should be allocated to both products and customers. © MCB UP Limited 1992...